Biography and Background:
I've worked in the channel for 22 years for both a distributor and a partner. I've held positions in both sales and marketing with both software and hardware organizations during that time. A pivotal moment in my career was in 2011, when I managed the IBM Software marketing business with a $1M strategic plan earning $4.5M in rebates that were reinvested back into the partner channel. We were the only distributor to do that along with more creative strategies which eventually earned us the #1 IBM Software Distributor position (which most said would never happen). Because of my success with the IBM software organization I was promoted to Supplier Manager responsible for Arrow's Big Data suppliers. One highlight of my career was organizing the first annual Big Data Symposium. I raised over $400K in supplier funding for the first ever multi-supplier solution oriented event including 17 big data and security suppliers. I also transitioned Splunk's $100M channel business to Arrow which is when I realized I wanted to work for a software supplier. I now run Global Partner Marketing at Pitney Bowes and am responsible for all things that point to generating high quality pipeline for our partners.
How have you personally helped advance your company's channel business over the past year?
I was hired on at Pitney Bowes to help create a 5 star channel program, recruit the right partners and work directly with them to generate high quality pipeline. I found that 50% of my job required me to educate Pitney Bowes on what a channel is, why partners are valuable and how they are an extension of our overall strategy. Twenty years of experience with multiple supplier programs came in handy! Since I've been with Pitney Bowes I've helped recruit the right partners to Pitney Bowes in AMER and EMEA. I've helped create, launch and execute marketing activities for partners who are now originating their own deals and generating their own pipeline. I've launched a Partner Community allowing SSO access to all of their leads and opportunities in SalesForce, automated MDF requests for funding and reimbursement, and self-serve lookup of content. I share best marketing practices across our AMER, EMEA and APAC regions so we can leverage each other's good work. Finally, I leveraged my network to recruit 4 employees with extensive channel experience to further educate and influence our entire sales, marketing and enablement groups. All of us have quickly created positive change within Pitney Bowes.
What are your goals for your company's channel business over the next year?
Achieve 30% revenue increase yoy Generate 100 new logos Achieve 100% adoption of the automated MDF marketing tool
What honors, awards, or commendations have you won over the past year?
Nominations: Q1 Team, Q2 Client, Q4 Client and Win (winner) All of these awards are from PB and represent our core values of Client, Team, Win and Innovate. "Have you heard Anne talk about partners? She leads with conviction, as if she was talking about a family member. Anne believes wholeheartedly in the partner channel. She has taken on this new role and makes it look effortless. There is significant positive changes in the way our partner community is leaning in, people are responding, and there will be a big payoff for this company as a result." - VP Marketing
Outside of your family, please name a woman you admire and why:
This is easy. Ellen DeGeneres. She's made a career out of accepting who she is, what she believes in and encouraging the world to be more kind and accepting despite her earlier career challenges. I think she's changed the world and changed the lives of many who continue to take her path in life to be more accepting and kind. My children used to watch her show with me and they would ask me "why is she so nice?" The answer: because she chooses to be. She chooses happiness and kindness and it's something all of us should admire.
What advice would you give your 16-year-old self?
One of my favorite all time books is Outliers by Malcom Gladwell. I learned that people are not born exceptionally smart and/or gifted. They are outliers b/c they are passionate, practice more, work harder and longer and have sometimes fallen into the right circumstances. So I would tell myself - find your passion first then work harder and practice more than everyone around you. I would also tell myself that the most important skill in life is social relationships and the ability to listen and relate.
If you could master any new job-related skill, what would it be and why?
I would master Account Based Marketing. In fact, I'm trying. I want to educate the partners on why this is important, encourage them to invest in their top 10 "wanted" customers and lean in to omni-channel marketing plans. As a software supplier marketer it's hard to tell a partner what to do or how to spend their money. I also can't put all of our MDF funds in 1 basket but I strongly believe in ABM and think our partners should be seriously considering investing in this method moving forward.
What's the best book you read this past year and why did you like it?
Strength's Finder. Ironically, I learned that what I thought were my two biggest weaknesses were actually my strengths which are communications and living in the moment. More importantly, I learned that I (like most other women) am too hard on myself b/c I (over 20 years time) took what I knew were my weaknesses and made them a strength. The best book I read, though, was "How to Train a Puppy." I wish I read it when I had my first child because it was a faster read, less stressful and all of the same principles ïÅ_
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